Gathering as much intelligence as possible to inform organizational decision-making may seem like an obvious requirement for sales leaders. However, many sales enablement functions make choices about how to support their internal customers on the basis of intuition, guesswork and tradition. In this guide, we describe six planning assumptions related to the better use of internal intelligence sources that sales enablement leaders should incorporate into their planning for 2020.
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Enablement Is the New Black
At SiriusDecisions, we’ve been seeing more and more of our clients transitioning their enablement focus fro...
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Align to Win: The Rise Revenue Operations
Explore key findings of the 2019 SiriusDecisions State of Revenue Operations Study to see how functions are changing and how companies are becoming more aligned in the age of the customer.
Top Priorities for Sales Enablement Strategies
Gain clarity on the five areas of focus for sales enablement leaders.
Enablement Is the New Black
At SiriusDecisions, we’ve been seeing more and more of our clients transitioning their enablement focus from empowering only sales team members to supporting every customer-facing persona. It’s...
Twelve Tips for Driving Sales Asset Productivity
The average b-to-b sales organization has 1,376 sales assets that are stored in roughly 6.5 locations. Are you ensuring your sales reps are able to use all of the content that is available to them...
Enablement Is the New Black: Driving Peak Competence Across the Entire Revenue Engine Webcast Replay
In this replay, we identify the connections between sales, partner and customer success interactions that must be supported by enterprise-wide enablement opportunities.
Sales Enablement: The Keys to High Performance
Explore data-driven insights on the keys to high performance for the sales enablement function.
Are You a Sales Enabler or a Sales Inflictor?
If enablement is growing, leaning toward sales and needs to focus on seller skills, why do many organizations still insist on launching sales inflictment instead of sales enablement toward their...
Red Hat Improves Buyer Engagement with Development of New Messaging
Discover how Red Hat built a sales messaging program to enable sales to engage with higher-level audiences and discover new opportunities.
Start With Sales: Enable Through Activity Studies
Today, sales enablement has a broad mandate that requires buy-in from many parts of the organization. It never hurts to have some data to support your initiatives. Peter Zink highlights how the...
2018 State of B2B Tech Investment: What Companies Need to Know Now
In this e-book, we explore the technology investment plans of b-to-b orgs, why they continue to struggle to see a return on their technology investments, and a fundamental shift that is required.
Sales Enablement for the First-Line Sales Manager (Results from Our 2018 North America Sales Talent Study)
In this guide, we address the need for b-to-b sales leaders to emphasize sales enablement tactics that directly support first-line managers using data gathered from our 2018 Sales Talent Study.
Success Story: Red Hat
Red Hat sought a sales enablement program that provided a consistent and compelling value proposition.
SiriusFoundations: Sales Enablement Webcast Replay
Foundations represents the cornerstones of our research and advisory services, proven to help our clients achieve high performance and intelligent growth.
The SiriusDecisions Sales Talent Recruitment Waterfall
The SiriusDecisions Sales Talent Recruitment Waterfall provides a five-stage framework that encompasses the key activities required to continually source and hire the best sales talent.
The SiriusDecisions Sales Onboarding Execution Framework
The SiriusDecisions Sales Onboarding Execution Framework helps facilitate a competency-aligned process to define, design, develop and deploy a consistent and scalable sales onboarding program.
The SiriusDecisions Continuous Learning Framework
Establish a process to organize and align ongoing learning to competencies and assess learning continuums for retention and impact.
Long-Term Competency in a Short-Term World
Get best practices on how to equip reps with the lasting knowledge and skills they need to effectively execute.
The Science of Selling – Three Things to Know
Intelligence is creeping into sales, with analytical engines doing the heavy lifting. Learn three ways that sales technology is enhancing the way we sell and enable our sellers.
Sales Learning and Coaching Technology: Three No-Brainer Outcomes
Sales learning has long been executed manually and repetitively. Organizations are seeking ways to more effectively deliver learning to high-performing and Millennial sellers. Sales learning and...